If you work for a B2B company, the alignment of Sales & Marketing ABM programs is likely to be at the forefront of your mind during this period of economic disruption.
Ensuring your sales team reaches the right prospects with the right message can be difficult to do with limited resources.
According to a State of ABM Report, over 60% of those surveyed said pipeline acceleration is a priority for their ABM Strategy. Knowing how to build out your strategy to ensure that sales is going after the right leads is essential to amplifying your pipeline growth.
HG for Salesforce
Currently, HG for Salesforce provides you with the ability to view what products your customers and prospects are using, giving you more insight into the selling & upsell opportunities you have within the accounts.
IT Spend intelligence
With the introduction of IT Spend intelligence in HG for Salesforce, you can leverage granular IT budgets directly in Salesforce, allowing you to segment prospects based on 135 different software and hardware budget spend categories. To ensure accuracy, we triangulate these budget categories with stated positions from key industry leaders, and model them for more than 2.25 million possible markets.
Adding this layer of insight to your segmentation process gives you the ability to rank your list of prospects by the budget they have to spend on your product, allowing you to prioritize your more valuable deals first.
In addition, using IT spend intelligence to score your accounts, enables you to identify more right fit prospects for your outreach. This is particularly helpful when inbound lead volume slows down and you need more qualified leads for your sales team.
We would love to show you more about how adding Spend Intelligence in Salesforce will help increase your ABM alignment and productivity.
- Want to learn more? Connect with our team here.